MIG0332A
“As we say at Growth Advisors, ‘The systems run the
business. The people run the systems. The owners lead the
people.’”
And while the owners are leading the people, they
shouldn’t be in a rush to implement change overnight.
“People need at least six months to go through change,”
said Draper. “They’re probably already working 50 to 60 hours
a week, and to dedicate three hours per week to change seems
like an overwhelming effort. We like to ask for 10 per cent of
their week to be focused on making change.”
Refresh forward
While it may be tempting to stay in the same old rut because
it feels safe, Dyck says it most certainly is not.
“In a lot of companies, if they’re just maintaining status
quo then they’re running the risk of declining,” she said. “As
time goes on, clients tend to fall out and so do team members.
You always have to refresh forward. Look at new ways of
doing things, new target markets, etc.”
The project estimating and management process
is one area to examine; Dyck notes it’s often a firm’s
biggest weakness.
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She said companies can use templated estimating tools to
calculate revenue, costs and margins for each project before
the quote is provided to the client, to ensure the business
will, in fact, make money.
“Most of my clients then compare this to the numbers
after the project is completed, so they learn to improve on
estimations,” she said.
Current financial information is a must, says Draper.
“It all starts with knowing your numbers,” he said.
“Everything you do, you must test and measure it. If the goal
is revenue growth or profit growth, it’s very easy to track
those metrics.”
Nesbitt says there is a wealth of knowledge available
through the many leadership books on the market. One he
highly recommends is It’s Your Ship by Captain D. Michael
Abrashoff.
There’s no question that change is a must for contractors
looking to survive in today’s competitive market. If you think
your company is ticking along just fine, maybe it’s time to
take a closer look.
As Nesbitt said, “There is always something we can do
better. Always.”
FEATURE
“Most people who are in a rut have a lot of ideas on what to change
and how to do it, but they just don’t know where to start.”
– Mike Draper, Growth Advisors
14 Q4 2016 www.pilingcanada.ca
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